For B2B Companies, Selling Better is Not the Answer

When challenged, we humans have a tendency to resort to the known and familiar path (not taking “the road less traveled”).  And in the B2B arena, this can often mean figuring out a way to sell faster, harder, more aggressively, etc. This can mean upgrading sales skills, hiring more sales people, changing comp plans or […]

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Commerce Interrupted – Four Barriers That Stop Your Prospects from Becoming Customers!

 There are three primary objectives of a marketing campaign: Find qualified prospects (potential buyers). Create desire within these prospects to purchase your product or service. Remove all barriers to the purchase process. Many B2B and B2C companies do a good job at the first two objectives. They know where to find prospects, or better yet, they help prospects […]

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B2B Pull Marketing Takes the Guesswork Out of Timing

One of my favorite bloggers, Paul Castain, posted an excellent article titled The Patience/Urgency Conundrum in Sales on his Sales Playbook website. Using the “courtship” metaphor, Paul explains that sales relationships, just like romantic relationships, have a natural timing, and that it can sometimes be counterproductive to disrupt that timing by forcing the issue during […]

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